26 TONGUE. S OF ANGE.LS ,; ;: i .; .... " . '," .,- ,. , .' '. : ,I . ;,.:: .:':,::,.;;;;:;::,J, i __ ' ,J i'é ,. . ", ,;,,.. " : ,,"j " } "'\, :{. : :" ,,",: ',';,,:: .: .. . :=::- .,. . . .;;- . . ", ,,'/ ,- /.;J> .,.", ," ;' , : :; ', ,,"/.. jr " i; A " ; j) <: ., } t' ' \'," ,:.', , ..,. : $'? _ " '<)::: ,.; .. i n- <<,' ,f..:.."jt \<: . .. ' '>';#. / ;.'-r i r- /fØ. jP ^':#. '. ' . ' i. ' > .... t. ., , /,'t'. )f;'., -Ø1"" ..^ #, ,Q . '...... ,. ,,', Ji " ;;)it-' P' J'" f j . .. '",," X o UT a week before the Auto Salon opened the floor manager gave Mr. Halley a pamphlet called "Show Floor Procedure." "Joliet Motors wants each of the salesmen to have one of these," he said. "Take it home tonight and study it." That night, in his room at the Allerton, Mr. Halley opened "Show F'loor Procedure." "The proper approach and presenta- tion to visitors predetermines your SllC- cess in each case," he read. "Such . ' Wh ' 0 d ..., expreSSIons as at s. on your mIn r 'What can I do for you?' 'Well, what's yours?' or 'Are you interested in buying a car?' should be used under no circuJrtstances. When a visitor en- ters your exhibit, use the following Standard Presentation. Learn it ver- batim. It will pay you handsome re- turns if properly used." Dawn, kindling over Long Island, found Mr. Halley still busy with the pamphlet. His head was spinning wild- ly, but he had learned the Standard Presentation verbatim. ALTHOUGH Mr. Halley had fol- rl.. lowed the exact text of the pam- phlet, four o'clock on the opening day of the Salon found him with no sales to his credit. Nevertheless his friendly smile (designed to create that con- fidence upon which every sale de- pends) was unabated. It had, however, a suggestion of uncertainty as he ap- proached a small, terrier-like man who was studying the De Luxe Cou- pette with an expression of bristling hostility. Even to Mr. Halley's somewhat sanguine eye, there was littJ-e about his visitor to encourage the use of the word " " H 0 h 11 prospect. IS s oes were as ye ow as scrambled eggs and had, like his gray herringbone top- coat, vivacity but no grace. His flanking ears sup- ported a rusty derby and he car- ried an umbrella. His jaw, as he noted Mr. Hal- ley's approach, closed with the brisk ferocity of a mouse trap. "My name is Hall e y," said Mr. Halley, look- ing at him square- "', :-, ..- ly, according to instructions, and ex- tending his right hand. "And yours?" The prospect consIdered Mr. Hal- ley's hand but decided against it. "Riddle," he said reluctantly. "Well, 1\1r. Riddle, this is John V. Hendrickson's latest achievement-the Joliet Six-the last word in advanced automobile design and construction. Are you interested in a sedan, coupé, or roadster?" " D ' k ' I ,. d . on t now s m Intereste In any of 'em," said Mr. Riddle controversi- ]1 " I ' . I k ' d " a, y. m Ju t 00 I11g aroun . At this point, according to the Standard Presentation, the prospect might have been expected to indicate his preference. Owing to Mr. Riddle's perversity, however, Mr. Halley found himself in something of a quandary. It was only momentary. There was in 1\1r. Halley a high passion for the works of the Joliet Motor Car Company. It came to him that from a direct ad ver- tising standpoint it might be to the com- pany's advantage to offer Mr. Riddle to the public in a closed car. " Th 0 " h O d fi 1 ". h D IS, e saI rm y, IS tee Luxe Sedan." When he had reached a point exactly six feet from the car, he paused and turned to Mr. Riddle. "The Joliet De Luxe Sedan is original in style and appearance, isn't it? Everywhere it has met with en- thusiastic approval. Its dignified beau- ty is a refreshing change. Don't you think so, :Mr. Riddle?" I N the course of this quotation, Mr. Riddle had taken a vivid paper sack from his pocket, unwrapped it, and bitten off an aromatic corner. His jaws were moving briskly and it was evident that, for the moment, he was incapable of replying. Mr. Halley al- "I say, old man, you've grown a beard!" DECEMDEI\ b, 19 ,3 0 lowed a suitable interval to elapse, but when it became apparent that Mr. Riddle had no in ten tion of swallowing whatever he was chewing, he moved over to the car and laid his hand proud- ly on the fender. "Hendrickson engineers have applied the old Greek theory of dynamic symmetry , which means that all lines are placed in harmonious relation- ship. There are no sharp angles and corners. The windows are arched, \vith gracefully rounded curves. Even the window glass is arched. Regard- less of the price you pay, you cannot buy more finished appearance. The body is long, low, and graceful, and for the first time combines comfort and beauty." Mr. Halley paused, slightly breath- less, and looked hopefully at his pros- pect. IV1r. Riddle's face contorted and a large lump appeared in his right cheek. "Greek car, eh?" he said with no particular interest. "No," said Mr. Halley patiently. "It's an American car, but it embodies the principles of Greek symmetry." "Oh," said Mr. Riddle. "You're Greek though, ain't you?" Mr. Halley, who had been to Har- vard, was startled. "Lord, no!" he said. "What made you think that?" "Y ou talk kind of funny," said Mr. Riddle, chewing. For a moment Mr. Halley considered abandoning his client. Certainly, he reflected for the second time, the Joliet would gain little prestige from public juxtaposition with Mr. Riddle. If it was true, as the pamphlet said, that in the final analysis all cars were advertised by the people who drove them, Mr. Riddle might well assume the proportions of an economic calamity. Nobody in his right mind could be expected to buy a Joliet after seeing one driven by a man whose other eccentricities were so flagrant. Mr. Halley's empty sales- book, however, won the day for de- mocracy. The Standard Presentation, at this point, descended from the general to the particular, and Mr. Halley opened the door of the sedan. "Try the driver's seat, Mr. Riddle. Notice how the seat protects the shoul- ders. I t is a very comfortable seat, isn't it? This is an attractive instru- 1 " ment pane . . . . T HEREAFTER Mr. Halley was con- tinuously and passionately vocal